Latest News

KEEP UP TO DATE with the latest sales news from around the world, including stories and developments with a commercial, educational and political theme of potential interest to sales leaders and their teams.

A strategic asset for the longer term

April 28th, 2016 by

How business development is proving to have a transformational impact on the sales and business process. The term “business development” will conjure up different connotations depending on who you canvass opinion from; it often gets classed as demand generation or inside sales to name but a few. In fact the roles that these functions perform and the skillsets required are… 


Diversity to drive success in Japan

April 25th, 2016 by

AstraZeneca’s Florent Edouard discusses how cross-functional working equips pharma to compete in today’s complex healthcare ecosystem. To succeed in today’s competitive landscape, pharma teams need not only to be motivated, but also diverse in terms of business origins, male-female ratio, their geographic mix, and a blend of experienced versus new blood, digital versus traditional, analytical versus emotional, and strategy versus… 


A transfer of enthusiasm

April 7th, 2016 by

Are you, your team members or your customers relationship driven, achievement driven or growth driven? It makes a difference. Brian Tracy in his many books and tapesI claims that 50% of any sale is a “transfer of enthusiasm”; in other words, it is something quite independent of the skill sets that so many organisations spend so much money investing in…. 


Shareholder value measurement essential for effective KAM

April 7th, 2016 by

How the investment community works and why SV is good not only for marketing, but also for KAM. There are two schools of thought about the topic of shareholder value (SV). One school, led by Professor Hugh Davidson, argues that it leads to short-termism. The other school, to which I belong, argues that short-termism has been endemic in Western economies… 


Thinking like a scientist

April 7th, 2016 by

Here are some simple thinking tools to help with problem solving and make us better managers. If someone asked you whether you were certain that your sales incentive programme was effective, what would you say? What about if they asked whether you knew whether your firm’s advertising was working? Or how about if they asked if you knew the impact… 


Identifying your ideal customers

April 7th, 2016 by

Bob Apollo on Building Scalable Businesses Market segmentation has traditionally been based on demographic factors such as company size, sector and location. But these simple characteristics are hopelessly inadequate predictors of which specific organisations you should focus your marketing and sales energies on. That’s because in any complex B2B sales environment, there will be a set of specific unique-to-you structural,… 


ISMM suspends fees collection

April 7th, 2016 by

The ISMM announced during the recent 2016 BESMA Sales Summit and BESMA awards ceremony at London’s Grosvenor House Hotel that it is seeking to rebrand “in order to provide an overall more effective offering for its members, including enhanced benefits, greater networking opportunities nationally, together with broader education and training”. A message posted on the ISMM website on 22 March… 


FE boots medtech sales performance 2-8%

April 7th, 2016 by

A recent study by global sales and marketing specialists ZS Associates has found that strategically investing in sales force effectiveness (SFE) can boost sales performance for medtech companies by 2-8%. The firm ran a year-long study to measure the effect of SFE initiatives – such as sales territory redesigns, account planning processes, training or coaching initiatives and new compensation structures… 


Neil Rackham joins APS as patron

April 7th, 2016 by

Internationally renowned sales research pioneer, Professor Neil Rackham has joined the Association of Professional Sales (APS) as patron. He is known for his groundbreaking scientific research into complex selling, which formed the foundation of the SPIN Selling methodology. His book, SPIN Selling is ranked number one in the top 10 “how to sell” books of all time. Professor Rackham, who… 


European Sales Competition seeks to raise appreciation of professional sales work

April 7th, 2016 by

Long popular in the United States, sales competitions are now beginning to take off in Europe. Co-hosted by Haaga-Helia and Turku Universities of Applied Sciences. The second European Sales Competition takes place in Helsinki, Finland on 1 June. “The aim of the competition is to raise the appreciation of professional sales work, to learn the concept of selling at a… 


Attracting the female millennial

January 30th, 2016 by

Leadership and millennial expert, Dr Mary Collins is Senior Executive Development Expert at the Royal College of Surgeons Institute of Leadership. She offers some expert advice on how to attract the female millennial into sales. Given the unique motivations of the female millennial, how can companies best engage them to ensure they attract and retain key talent and elicit the… 


Tailor-made selling

January 30th, 2016 by

Victoria Williams is Vice President and Sales Director at GSK. She describes the transformation that has occurred in pharmaceutical sales and urges women to put themselves forward and avoid over-questioning their capabilities. Selling has changed vastly in the past 20 years with the emphasis now on value. If I compare today to when I was a medical representative in Nottingham,… 


The confidence gap

January 30th, 2016 by

Trang Chu is an executive leadership coach and founder of Tallgrass Way where she works with high-profile executives in investment banking, private equity and law firms. Previously, she was a managing director at Deutsche Bank and Merrill Lynch. She explains how success correlates as closely to confidence as competence. She can be contacted on www.trangtchu.com. Companies that embrace diversity tend… 


Build your leadership platform

January 30th, 2016 by

Annmarie Neal is Chief Talent Officer, Hellman & Friedman LLC, and has held the same role in both Cisco Systems and First Data Corporation. She is also the founder of the Centre for Leadership Innovation. She explains how having a strong sense of self is probably one of the most essential traits of leadership. There are several reasons why women… 


Rebranding sales

January 30th, 2016 by

Dr Beth Rogers PFHEA is a sales educationalist and researcher at the University of Portsmouth Business School. Her advice to employers is to improve their sales pitch when it comes to attracting female talent and focus on rewarding those who deliver results, not “face time” in the office. The distribution of women in sales across various industries and different levels… 


Taste of success

January 30th, 2016 by

Nicola Robinson is UK & International Sales Director, Kettle Foods and was previously Field Sales Director, Coca-Cola Enterprises. Winner of Best Sales Director, Women in Sales Awards 2014, she shares her advice for women starting a career in sales and why she’d like to see more open dialogue on the supports needed to retain female talent. She talks to Deirdre… 


Embrace your inner pitch: the art of self-promotion

January 29th, 2016 by

Too many women believe that if they keep their heads down, work hard and meet their targets, they’ll be recognised as sales experts on the merits of their work and rise through the ranks. However, what really separates successful sales leaders from the pack is their ability to self-promote. We’re all aware of the depressingly disproportionate number of women at… 


Accelerating the potential of new talent

January 29th, 2016 by

Hiring and onboarding is an expensive and time-consuming process. It pays to get it right. The costs of recruitment are on the rise again, with an increase of around 50% from 24 months ago, according to the Chartered Institute of Personnel and Development; meanwhile, four out of five employers are saying that the competition for well-qualified talent has increased over… 


Five key issues around ethics and performance

January 28th, 2016 by

Professor Mark Johnston explores the conundrum of the high-performing, low ethics salesperson. Organizations strive to hire, train, develop and enable salespeople to reach a high level of performance. Of course, as every sales manager knows, only a few can truly be considered “high performers”. Research on high-performing salespeople suggests they are different and often require sales managers to “adjust” their… 


Natural salespeople do not exist

January 28th, 2016 by

Nick Lee on… The myth of natural talent Why the superstar culture is bad for both the “stars” and the rest of the team. One of the more pervasive ideas in the popular perception of success in almost any field is that of the “natural”. What I mean is that we humans appear to be almost hardwired to explain the…